Saturday, January 5, 2019

Hunters, Farmers Within Your Corporate Sales Culture…



Hunters, Farmers Within Your Corporate Sales Culture…
Nicholas Ashton, CommSmart Global Group


I remember asking my father-in-law, who was a farmer in Norfolk, England, if, I could help him on the land, his reply tells you more about farmers than you think you know.  He replied, “We have special stuff for that”!

Farmers spend more time fretting in the details, worrying about the weather patterns, making shrewd decisive selections regarding seeds and breeding and working firm and fervently to avoid a dismal crop.

Clearly, farming is entirely different from the activity of hunting. Hunters have long periods of distraction interrupted by brief moments of frantic panic.

Why are we talking Hunters and Farmers?  

Simple, this is new times, although growing unsociable, it is the reality of daily life.  It is all about the cultural cycle which decides how corporations attain success or failure.

When it comes to sales, isn't the first principles for a successful salesperson their personality?  This comes from the general feeling that to be good at sales, you either have "it," or you do not. The truth is, successful transactions are not all about personality (experience, skills, subject matter knowledge, adaptability, and process also play essential roles) but it is a causative influence.

So we ask, are you a Hunter or a Farmer?

  • The Hunter is a person who gleans their sales energy off of the “hunt” for the new opportunity. They are often consultative salespeople who characteristically find and assess a chance (even when there doesn’t appear to be one) within a prospect, and find a solution within your offering that meets the specific need.
They are networkers and completely independent. They generate buzz and excitement. Truthfully, they are not always upright at the follow-through and focus.

  • The Farmer is the salesperson who shapes and nurtures relationships and opportunities, typically within current accounts. Farmers are the salespeople who turn a customer from good to high by the nature of their relationship and loyalty they advance from their labors. They nurture, collaborate with the right team connections and are deemed team players. Sadly, they are not always decent at prospecting new clients.
As the owner of a company, you remember when you moved forward with your corporate ideas, the excitement of the possibilities of success.  The decisions of who you hired were not as clear as it should have been back then or even today.  The immediacy for getting the show on the road clouds our choices of who we hire.

Now, down the road with experience under your belt, you are too close to the internal and external daily format of the business.  It is not the same as your inceptive planning.  Sales are the engine of your company, and just like a beehive, production of the honey is the total goal and remembering you must look after the leadership and the workers.

Increasing your company’s sales performance (growth) is unfortunately not just a matter of finding the right salespersons(s) or sales managers!

Great sales teams work and live in a total environment which enables them to continuously perform well above average.

Such an environment is different for every single company and is a made up from what that company produces, how it is organized, its culture and leadership, it is the internal communications, the logistics of it all.

It is all about the following: 
  • Consultancy time to define the full details of the current situation at your company;
  • Assessment tools to evaluate the existing sales and marketing organization, if any;
  • Talent acquisition services needed for the selection and evaluation of new sales professionals to enhance the sales operations, if any;
  • Training services required to bring the existing sales team up to the necessary level of performance if any;
  • Coaching tools and/or programs to support the sales team during the follow-up phase.

Importantly, it is all about you and the commitment to the desired results.  It is vital to be a top-down commitment, but also the necessity to view from the bottom up as well.

Do not let this scare you!  

So if you are in doubt about your own company and are a Small, Medium Enterprise (SME), you are the owner, CEO or Board Member, you have nothing to lose in stepping back and doing some real thinking!

www.commsmart-global.com

Email: business@commsmartglobalgroup.com

Telephone: 
US: (515) 200-7068      UK: 0207 1019247



copyright 2019

Wednesday, January 2, 2019

The Non-Existent 'Lone Wolf' or Breakaway Group Use Various Bombs & Weapons To Send The Message The Leadership States, No Visible Threat?

The Non-Existent 'Lone Wolf'
or Breakaway Group Use Various Vehicles, 
Bombs & Weapons To Send The Message
The Leadership States,
No Visible Threat?

London is under attack again.  Day after day the knife is now the weapon of choice.  Occasionally the tips and Intel work, the majority of the time no one has any earthly idea when, where or how!

After the events, the 'Blame Game' starts...

The reactive press comments of Leadership or other political blow-hards are making political statements in the media and no more.  They have no idea of logical or illogical terrorism, and this only adds to the Fear and frustration of all. 

Comments of irrelevance abound from those that know nothing or little about terroristic threats, whether international or domestic.  Logically, all information is thus reactionary and not built on actual evidence or solid facts and should be ignored at this stage, so they think.

It is terrorism and not accidental, state the simple logical fact.  Even if it is a 'NutJob,' it has instilled terror!

In the US and London, or anywhere in the world,  police departments and other alphabet soup agencies will be sifting through evidence at the scenes and CCTV footage of the area and will not be releasing information until they have a far better picture of the ramifications of the incident.  

News mediums are feeding the Fear Factor without the substance of Why or Who did this act. 

The Westminister 'so-called'  Lone Wolf was inspired by someone and never acted alone.

It is fresh in our minds and the 'Fear Factor' is 'real' with us all.  A 'Comfort Zone' is demanded globally, not just words but solid actions.

A simple incident last year in the US that occurred, this is not the only explosion of the day.  

In the morning a pipe bomb exploded in a garbage can at a Marine Charity Run in New Jersey.  Two other devices were found in the area and failed to detonate.  

The next explosion on 23rd and 6th Ave. in the Chelsea district of New York City was enough to harm a significant number of people with injuries akin to a bomb blast.

Now a second device, a pressure cooker with a cell phone attached had failed to explode and is a phenomenal find for an evidentiary purpose.  

This is similar to the Boston Bombing device and was highlighted in the ISIL "Inspire Magazine" on how to build a bomb.

There is so much more that must and can be achieved for the security of us all.

This is all after the fact information and screams out for the usage of Atmospherics! 

It is all about Intelligence and the gathering of information on a continuous basis.

Reaction to this event is like flying blind with all the instruments out of reach.  It does need to be that way.  Proactive information is always available if you have the tools to reach out and understand.

Social Media Interaction/Monitoring is OUR Key!  Never have these tools been available in this manner, proven and successful in knowing all.  This is the equivalence of people running their mouths and bragging on their dastardly deeds or potential actions, we know it all, photographs, texts, live video all within the event area and importantly, historical of their 'breadcrumb' trail.  

Historically and 'live,' this is PROACTIVE!

Within CommSmart Global Group, a LexisNexis Risks Solutions Partner has expertise reaching back to the 1970s and the terrorist bombing by the IRA, Bader Meinhof, the Red Brigade, Al Qaeda and ISIL.  Not only how to protect, understand the 'who' is threaten, but to investigate and solve.  We were involved in the protection and investigations in all of these and other terroristic events globally. The logical flow of 'before and after' is the absolute key to the increased security of 'NOW' and future,


WHAT THEN IS ATMOSPHERICS USAGE IN LAW ENFORCEMENT?

Everything!  If we consider a working definition of the concept of atmosphere as the social “silent language” of a geographical, political, social or criminal circles that can transmit and contain communications that describe the attitudes, feelings, ideas, and intentions, of those within or apart of those circles, then it is absolutely tantamount, that Law Enforcement understand and analyze this portion of the social dialogue, to effectively respond to and prevent crime and terrorism in this modern dynamic, silent atmosphere.  

If this source of information is routinely missing from your department's planning and response to developing a method of operations, conducting investigations, developing community relations and intelligence gathering then you are only dealing with a small part of the evidence/fact acquiring equation.  This also has enormous implications for community policing and problem-solving activities within our communities as a data gathering and analytical tool.

What does this mean for law enforcement? 

Drastic changes in law enforcement are needed and demanded in leadership, technical expertise and the understanding and use of analytics, in the wake of hazardous political decisions on immigration and homegrown terrorism globally. 

A simple start is for political and law enforcement leadership to get down from their 'high horses' and admit that 'private sector' companies have the answers and are willing to investigate the proven solutions that for decades have had the responses!

What is this fear or if someone has a better 'mousetrap'?  People's lives are at stake and for generations have turned to the protectors who have insanely ignored solutions to save those lives.  

Where is common sense?

Political decisions to accept high-risk populations and refugees into their countries without an appropriate, effective and balanced measures and tools to mitigate these high risks, has left law enforcement helpless to respond to the influx of potential terrorist and the subsequent frequent terrorist acts that we are witnessing in Europe, America, and the Middle East.  

In effect, law enforcement agencies were caught without a game plan, and their effectiveness was reduced in this new environment to just what they were accustomed to doing---responding to incidents and conducting investigations in the wake of many lives being lost. 

This doesn’t have to continue! 

It is the proactivity which in turn decreases the cost of operations and harmony within when successes are at the forefront for all.

Today, recognizing this void of information, CommSmart Global Group has built upon our successes in analytics, proprietary predictions formulas and includes social interaction/monitoring techniques developed for military uses in Iraq/Afghanistan and expanded our atmospherics to incorporate social media monitoring, crime analytics, community crime mapping, and predictive analysis, added to the existing street-level human collection tactics enables greater accuracy and completeness in intelligence gathering activity.  

Predictive analysis and crime-solving activity have become more effective when the totality of criminal justice information, social media interaction, the media, and significant data sources are integrated and considered together.  Our data sources focus on what is happening in the streets now, who is doing what with who, where they gather, and the subject of interests, so our customers do not have to wait for something to happen to develop a response plan. 

In Phoenix, Arizona, a simple example, we contributed to the apprehension of the Bearded Bank Robber by providing probable dates and locations of the next robbery to the local and federal authorities working the case based solely on information published in the media.  When they scoffed at the prediction, and the robber hit on one of the days and at one of the locations predicted, they asked if we could do it again.  We recalculated based on the new information and this time they took our predictions seriously and were able to stake out the locations on the dates given and apprehended the robber before entering the bank.  This was using only media information, and yes the predictions are not exact, but what if we could nail down a couple of days and some locations for you, routinely.  The potential for preventing specific crimes is near.

Developed by us in war zones, CommSmart Global Group has honed and expanded the effectiveness and success of these analytic tools, making us all Street Smart.

The critical concept requiring further examination is that of the atmosphere. Social Media Interaction/Monitoring is an absolute key today, but categorically useless, unless you have vast data repositories to analyze, both public and of local, regional and national crime data from the arrests and events, that we have and our clients can have access to.

Additionally, there is few comprehensive, police information sharing consortiums in existences, even after 9-11, that share local police contact data (non-biometric), integrated with RMS/CAD, Jail booking, Criminal Histories (biometric-based) together with large public data that we have at hand. To build these systems and participate in multi-agency networks have taken years and many millions of dollars and an exorbitant amount of time to develop. 

In the US, San Diego County in California has such a system, and it was started in 1980 called the Automated Regional Justice Information System (ARJIS), and it's still developing and adding a new query and analytical features.  How long can we continue to take this approach of avoidance or waiting for our public leaders or someone else pushes and to implement the next generation of information sharing and predictive analytics?  The cost to build this system would be prohibited in today’s market even if you could find and trust a vendor who could make it. 

CommSmart Global Group, a LexisNexis Risk Solutions Partner, has decades of law enforcement background with Change Agents, Cybercrime Analysts, ex-London Metropolitan Police Officers, Chiefs of Police and Sheriff Commanders within our staff.

Our involvement in counter-terrorism and cybercrime internationally allows us to think and act with the confidence demanded in these dire times.  We understand all concerns, methodology and speak the right language to you all.

Our solutions are available now and will be discussed via telephone with established law enforcement agencies.  Call or email us for verification.  Then, we can consider and demonstrate.  

Oh, have a cup of coffee at hand. Afterward, you will understand why.
Contact and discuss…
USA: +1 (515) 200.7068
         UK: 0207 1019247
Copyright 2019